"A revised and updated edition of How to master the art of selling, which educates on how to succeed in sales, including new information on using the latest research techniques and using e-mail and online resources to generate deals more quickly and efficiently"--Provided by the publisher.

Your guide to the most up-to-date selling strategies and techniques No matter your skill level, this new edition of Selling For Dummies helps you lay the foundation for sales success with the latest information on how to research your prospects, break down the steps of the sales process, follow up with customers, and so much more. Selling, when done right, is more than a job it's an art. With the help of Selling For Dummies, you'll discover how to stand head-and-shoulders above the crowd by knowing your clients, and approaching selling with passion and a positive attitude. The book covers making killer sales pitches and presentations, using the latest technologies to your advantage, establishing goals and planning your time efficiently, partnering with others, addressing clients' concerns, and closing more sales. * Includes expert tips for harnessing the power of the Internet to increase sales * Covers the latest selling strategies and techniques in the Digital Age * Explains how mastering selling skills can benefit all areas of your life * Explores the newest prospecting and qualification strategies If you're brand new to the sales scene or a seasoned salesperson looking to win more clients and close more sales, Selling For Dummies sets you up for success.

Every journey begins with a first step, and the first step to success in sales is prospecting -- locating and meeting prospective clients. Author Tom Hopkins, who made his first million by age 27 and wrote the popular Selling For Dummies, brings more than 30 years of experience and practical know-how to Sales Prospecting For Dummies.

Prospecting, says Hopkins, is a two-part process: finding the people to sell, and selling the people you find. In this power-packed guide to prospecting, you discover an abundance of inside advice on strategies for success, winning words and phrases, making contacts, keeping your potential customers' needs in mind, building on your past successes with referrals to new clients, and learning how to face -- and overcome -- failure and rejection.

Whether you're shy around strangers or are a seasoned career salesperson, Sales Prospecting For Dummies gives you the tips and tools you need in order to set (and achieve) realistic sales goals, manage your time efficiently, avoid common mistakes and misconceptions about prospecting, and ultimately boost your sales...and your income.

Verkaufen ist Kampf, verkaufen ist Kunst und gemeinhin wird es unterschAtzt. Ein guter VerkAufer braucht Strategie, Leidenschaft und das richtige Handwerkszeug. Die Leidenschaft mA1/4ssen Sie schon selbst aufbringen, aber Strategie und Handwerkszeug finden Sie in A"Erfolgreich Verkaufen fA1/4r DummiesA". Tom Hopkins ist als VerkAufer zum MultimillionAr geworden und lA1/4ftet fA1/4r Sie nun die Geheimnisse seines Erfolgs. Er erklArt Ihnen, wie Sie Termine setzen, sich richtig prAsentieren, was Sie A1/4ber Ihr Produkt wissen mA1/4ssen, wie Sie Bedenken zerstreuen und zu guter Letzt den Abschluss tAtigen. Ist das alles? Noch lange nicht, er verrAt Ihnen auch, warum Sie nicht zu viel A1/4ber Ihr Produkt verraten sollten ...

Since the Middle Ages, Africans have lived in Germany as slaves and scholars, guest workers and refugees. After Germany became a unified nation in 1871, it acquired several African colonies but lost them after World War I. Children born of German mothers and African fathers during the French occupation of Germany were persecuted by the Nazis. After World War II, many children were born to African American GIs stationed in Germany and German mothers. Today there are 500,000 Afro-Germans in Germany out of a population of 80 million. Nevertheless, German society still sees them as "foreigners," assuming they are either African or African American but never German. In recent years, the subject of Afro-Germans has captured the interest of scholars across the humanities for several reasons. Looking at Afro-Germans allows us to see another dimension of the nineteenth- and early twentieth-century ideas of race that led to the Holocaust. Furthermore, the experience of Afro-Germans provides insight into contemporary Germany's transformation, willing or not, into a multicultural society. The volume breaks new ground not only by addressing the topic of Afro-Germans but also by combining scholars from many disciplines. Patricia Mazon is Associate Professor in the Department of History at the State University of New York at Buffalo. Reinhild Steingrover is Assistant Professor in the Department of Humanities at the Eastman School of Music at the University of Rochester.

An exploration of the subject of Afro-Germans, which, in recent years has captured the interest of scholars across the humanities for providing insight into contemporary Germany's transformation into a multicultural society. Since the Middle Ages, Africans have lived in Germany as slaves and scholars, guest workers and refugees. After Germany became a unified nation in 1871, it acquired several African colonies but lost them after World War I. Children born of German mothers and African fathers during the French occupation of Germany were persecuted by the Nazis. After World War II, many children were born to African American GIs stationed in Germany and German mothers. Today there are 500,000 Afro-Germans in Germany out of a population of 80 million. Nevertheless, German society still sees them as "foreigners," assuming they are either African or African American but never German. In recent years, the subject of Afro-Germans has captured the interest of scholars across the humanities for several reasons. Looking at Afro-Germans allows us to see another dimension of the nineteenth- and early twentieth-century ideas of race that led to the Holocaust. Furthermore, the experience of Afro-Germans provides insight into contemporary Germany's transformation, willing or not, into a multicultural society. The volume breaks new ground not onlyby addressing the topic of Afro-Germans but also by combining scholars from many disciplines. Patricia Mazon is Associate Professor in the Department of History at the State University of New York at Buffalo. Reinhild Steingrover is Assistant Professor in the Department of Humanities at the Eastman School of Music at the University of Rochester.

This scarce antiquarian book is included in our special Legacy Reprint Series. In the interest of creating a more extensive selection of rare historical book reprints, we have chosen to reproduce this title even though it may possibly have occasional imperfections such as missing and blurred pages, missing text, poor pictures, markings, dark backgrounds and other reproduction issues beyond our control. Because this work is culturally important, we have made it available as a part of our commitment to protecting, preserving and promoting the world's literature.

This scarce antiquarian book is included in our special Legacy Reprint Series. In the interest of creating a more extensive selection of rare historical book reprints, we have chosen to reproduce this title even though it may possibly have occasional imperfections such as missing and blurred pages, missing text, poor pictures, markings, dark backgrounds and other reproduction issues beyond our control. Because this work is culturally important, we have made it available as a part of our commitment to protecting, preserving and promoting the world's literature.

It started as a search for heroes. It became a hunt for the most elusive equestrian charlatan of all time. If Frank Hopkins is to be believed, he led one of the most exciting, challenging and colorful (albeit unrecorded) lives in the late nineteenth century. No one rode more miles, eluded more danger, or befriended more famous people than he did. During the 1930s and 40s the self-proclaimed legend told a na ve American public that he had won nearly five hundred endurance races, including an imaginary race across Arabia on a mythical mustang named Hidalgo. Hopkins remarkable career supposedly began when he became a dispatch rider for the US government on his twelfth birthday in 1877. According to his mythology, this Renaissance Man of the Old West went on to work as a buffalo hunter, Indian fighter, African explorer, endurance racer, trick rider, bounty hunter, Rough Rider, big game guide, secret agent, Pinkerton detective and star of the Wild West show. Experts beg to differ. This book contains an unprecedented study, undertaken by more than seventy experts in five countries, ranging from the Curator of the Buffalo Bill Museum to the former Sultan of Yemen. These academics investigated the historical improbability of Hopkins claims and weighed him on his merit, not his myth. The resulting exhaustive study revealed that Hopkins had maintained a spirited disregard for the truth, plagiarized material from famous authors, slandered genuine American heroes and perpetrated a massive fraud for nearly one hundred years. Far from being the star of Buffalo Bill Cody s Wild West show for 32 years, for example, the counterfeit cowboy was discovered working as a subway tunnel digger in Philadelphia and a horse-handler for Ringling Brothers Circus. It is his endurance racing pretensions, however, that have brought Hopkins his greatest notoriety and made him the hero of a Hollywood movie. Yet there is not even a documented photograph of Frank Hopkins in the saddle Here then are all the known writings of Frank T. Hopkins, published in their entirety for the first time in history.

You "can" get there

Where do you want to go? You might already be working in the sales field and may be looking to expand your skills. You might be setting out on a new career path. Or, you might want to learn more about exciting opportunities as a salesperson.

Wherever you want to go, "Wiley Pathways Selling" will help you get there. Easy-to-read, practical, and up-to-date, this text not only helps you learn fundamental sales skills; it also helps you master the core competencies and skills you need to succeed in the classroom and in the real world. The book's brief, modular format and variety of built-in learning resources enable you to learn at your own pace and focus your studies.

With this book, you will be able to: Understand buyer behavior and how to uncover the needs and wants of customers. Communicate effectively and build a relationship with your buyer. Prospect for and qualify new customers. Plan for a sales call, including digging up needed information, developing an effective marketing strategy, and clarifying your sales presentation objectives. Ace the sales call--get the appointment and make a positive impression. Respond to objections and negotiate buyer concerns and problems. Close the sale--know the techniques that help you help your customer make the right decision, seal the deal, and counter common stalling tactics. Build and strengthen your partnership with your customer after the sale. Manage your time and your territory effectively. Recruit, manage, and train others, as you advance in your career.

"Wiley Pathways" helps you achieve your goals

When it comes to learning about business, not every student is on the same path, but every studentwants to succeed. The business series in the new "Wiley Pathways" imprint helps you achieve your goals. The books in this series--"Marketing, Business Communication, Finance, Business Math, Real Estate, Small Business Management, Supervision, Project Management, Selling," and "Personal Finance"--offer a coordinated curriculum for learning business. Learn more at www.wiley.com/go/pathways.